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With over 1,200 regular resellers and another 500 on its books, Dicker Data prides itself on establishing and developing strong long term relationships with its customer base to help facilitate growth. Dicker Data’s customer-centric approach allows for proactive reseller engagement and the dynamic ability to shift with changing market conditions. . Learn more

With
New Zealand organisations committed to shifting IT needs into the cloud, off
premises IT services such as hosted applications and infrastructure are
forecast to grow 7-9 percent each year until 2019.

According
to IDC findings, the big winner will be cloud-based services, which will grow
at a staggering 15–27 percent compound annual growth rate (CAGR) until 2019.

To
accommodate such strong appetites for services that drive cloud and cloud
integration, Nunn says the distributor has transformed its business to a
subscription-based model, building on market momentum in New Zealand.

“We
have transformed our business,” Nunn says. “Although many businesses in New
Zealand haven’t started, or are just embarking on this journey, we have come
out of the other end.”

“Many
businesses in New Zealand are concerned about the perceived revenue drop that
comes with changing to a more commercially-viable model, but we can help share
our learnings with the partner community.”

Drawing
on widespread industry rhetoric, Nunn says the market is filled with
misconceptions around moving to a subscription based business, with the channel
left perplexed and disillusioned by the change.

“It’s
just not the case,” he explains. “Many resellers feel that this change is
forced on them and that it will be a disaster from a turnover and revenue
perspective, but it’s not as scary.”

“What
we’ve found is that while there are some inevitable ups and downs, we are
coming of age from a distribution perspective because of the changes we have
made.”

Having
been in business for close to three decades, starting out in 1998 as ComTech in
Australia, Nunn says Dicker Data aims to “inspire, educate and assist” partners
through its deepened service, technology and logistics offerings.

“We
want to help both partners and vendors break new ground in the market,” he
says. “While the distribution channel has invested heavily in cloud
capabilities as a whole, we have been working in the background to bring real
change to the industry.”

“It
shows in the numbers; around 70 percent of our monthly software transaction (or in the tens of millions of dollars) are already cloud-driven. We’ve also increased our staff and the seat
count for vendors in such a way that they are holding up Dicker Data as world
leaders from New Zealand.”

In
observing the Kiwi channel, Nunn says that despite the subscription drive
coming from the top down, challenges still remain.

“The
messaging from the C-level isn’t always aligned through the entire
organisation, and that creates problems,” he adds. “Or perhaps the message is coming
through but staff on the front line aren’t implementing it well.”

Consequently,
Nunn believes cloud computing calls for a new approach to sales compensation.

“Traditionally,
sales are based on monthly or quarterly compensation plans,” he explains.
“That’s the way staff have been paid for years but the channel can’t expect to
shift in a way that is healthy for business but unhealthy for workers.”

“And
that’s another huge part of the transformation process because although the
message is coming down from the top, resistance remains from people on the
ground.”

As
Nunn explains, sales compensation is just one of many factors to consider for
organisations transitioning business processes to the cloud, with the onus now
on partners to strategically assess its future place within the market.

“Partners
need a long term view of where they want to be,” he says. “Where do you want
your company to be in 12 or 18 months time?”

To
combat such confusion within the market, Dicker Data is gearing up to launch
its cloud portal in New Zealand, built around simplifying transactions for
reseller partners.

In
leveraging a multi-million dollar cloud distribution platform, Nunn says Dicker
Data has invested sizeably in developing a comprehensive interface for cloud resellers in New
Zealand.

As a
result, Nunn says CloudPortal enables IT resellers to deliver a variety of
cloud solutions and physical services from a wide range of vendor partners,
with half a dozen new vendors already on board for the local launch.

Providing
a single pane of glass to buy, manage and scale IT solutions, Dicker Data’s
cloud play provides partners with cloud solution alternatives, allowing for a
flexible approach that combines hardware, software and cloud on a single
invoice.

With over 1,200 regular resellers and another 500 on its books, Dicker Data has increased their regional foothold and will continue to establish and
develop strong long term relationships with their customer base in New Zealand,
facilitating Kiwi growth in the process.

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Meet the leading HP partners in New Zealand...

HP has recognised its top performing partners in New Zealand at the second annual 2016 HP Partner Awards, held at a glittering bash in Auckland. The HP Partner Awards recognises and celebrates excellence, growth, consistency and engagement of its top partners. This year also saw the addition of several new categories, resulting in 11 companies winning across 11 award categories.

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